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All HBS Web
(2,081)
- Faculty Publications (454)
- 2009
- Chapter
Nonlinear Pricing
By: Raghuram Iyengar and Sunil Gupta
A nonlinear pricing schedule refers to any pricing structure where the total charges payable by customers are not proportional to the quantity of their consumed services. We begin the chapter with a discussion of the broad applicability of nonlinear pricing schemes. We...
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Keywords:
Price;
Demand and Consumers;
Duopoly and Oligopoly;
Monopoly;
Service Operations;
Research
- February 2009 (Revised May 2010)
- Case
Orange: Read&Go
By: Thomas R. Eisenmann, Toby E. Stuart, Bhaskar Chakravorti, Vincent Marie Dessain, Simon Harrow and Elena Corsi
In late 2008, Orange (aka France Telecom) must decide if launching Read&Go, an electronic newsstand built around an e-paper reader, would be successful. The case describes (1) Orange's strategy; (2) the company's new product development process; (3) e-paper technology,...
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Keywords:
Business Model;
Corporate Entrepreneurship;
Technological Innovation;
Demand and Consumers;
Product Development;
Partners and Partnerships;
Competition;
Publishing Industry;
France
Eisenmann, Thomas R., Toby E. Stuart, Bhaskar Chakravorti, Vincent Marie Dessain, Simon Harrow, and Elena Corsi. "Orange: Read&Go." Harvard Business School Case 809-122, February 2009. (Revised May 2010.)
- January 2009 (Revised July 2009)
- Case
Alibaba's Taobao (A)
By: Felix Oberholzer-Gee and Julie M. Wulf
This case examines the decision of Alibaba Group to diversify from an international business-to-business (B2B) exchange (Alibaba.com) into a B2C and C2C exchange (Taobao.com) for Chinese retailers and consumers. In China, Taobao had managed to displace the once...
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Keywords:
Business Model;
Demand and Consumers;
Market Transactions;
Service Operations;
Diversification;
Internet and the Web;
China
Oberholzer-Gee, Felix, and Julie M. Wulf. "Alibaba's Taobao (A)." Harvard Business School Case 709-456, January 2009. (Revised July 2009.)
- July 2008 (Revised January 2010)
- Case
Affinity Labs, Inc.
By: Joseph B. Lassiter III and Elizabeth Kind
In November 2006, Chris Michel left Military.com, which he founded in 1999, to start Affinity Labs, a global network of online communities. That month, Michel raised a Series A round of venture funding and established a partnership with Monster, which he had sold...
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Keywords:
Mergers and Acquisitions;
Business Startups;
Entrepreneurship;
Demand and Consumers;
Partners and Partnerships;
Social and Collaborative Networks;
Online Technology
Lassiter, Joseph B., III, and Elizabeth Kind. "Affinity Labs, Inc." Harvard Business School Case 809-019, July 2008. (Revised January 2010.)
- July 2008 (Revised September 2009)
- Case
Betfair vs. UK Bookmakers
By: Ramon Casadesus-Masanell and Neil Campbell
Betting exchanges provide an electronic platform that allows ordinary consumers to not only back teams to win, but also to lay odds for other punters to back. This business model allows punters to cut out the middleman of the bookmaker and leads to a much more...
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Keywords:
Business Model;
Decision Choices and Conditions;
Two-Sided Platforms;
Market Transactions;
Competition;
Entertainment and Recreation Industry
Casadesus-Masanell, Ramon, and Neil Campbell. "Betfair vs. UK Bookmakers." Harvard Business School Case 709-417, July 2008. (Revised September 2009.)
- July 2008 (Revised February 2009)
- Case
(PRODUCT) RED (A)
By: Youngme E. Moon, Michael I. Norton and David Chen
Describes the launch and initial results of the (PRODUCT) RED campaign, a social marketing initiative conceived by U2's Bono and Bobby Shriver to combat AIDS in sub-Saharan Africa. The company licensed the (RED) brand to partner companies, which initially included Gap,...
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Keywords:
Investment Funds;
Philanthropy and Charitable Giving;
Brands and Branding;
Marketing Strategy;
Social Marketing;
Social Enterprise;
Africa
Moon, Youngme E., Michael I. Norton, and David Chen. "(PRODUCT) RED (A)." Harvard Business School Case 509-013, July 2008. (Revised February 2009.)
- June 2008
- Case
Starbucks Coffee Company in the 21st Century
By: Nancy F. Koehn, Marya Lisl Hill-Popper Besharov and Katherine Miller
The case explores the opportunities and challenges confronting Starbucks in the early 21st century. For more than 15 years, Starbucks has grown swiftly and successfully, helping create a large, dynamic market for specialty coffee, building one of the world's most...
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Keywords:
Business Model;
Economy;
Growth Management;
Brands and Branding;
Corporate Social Responsibility and Impact;
Competition
Koehn, Nancy F., Marya Lisl Hill-Popper Besharov, and Katherine Miller. "Starbucks Coffee Company in the 21st Century." Harvard Business School Case 808-019, June 2008.
- 2008
- Chapter
Allocating Marketing Resources
By: Sunil Gupta and Thomas J. Steenburgh
Companies spend billions of dollars on marketing every year because it is essential to organic growth. Given these large investments, marketing managers have the responsibility to optimally allocate resources and to demonstrate that their investments generate... View Details
Keywords:
Investment Return;
Resource Allocation;
Marketing;
Demand and Consumers;
Mathematical Methods
Gupta, Sunil, and Thomas J. Steenburgh. "Allocating Marketing Resources." In Marketing Mix Decisions: New Perspectives and Practices, edited by Roger A. Kerin and Rob O'Regan. Chicago, IL: American Marketing Association, 2008.
- April 2008 (Revised October 2008)
- Case
TD Canada Trust (A): The Green and the Red
By: Dennis Campbell and Brent Kazan
The case series illustrates the role of performance measurement and analytics in translating TD-Canada Trust's service model of "comfortable banking" into operational terms. In 2000, in a banking market where consumers and regulators were typically hostile to mergers...
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Keywords:
Mergers and Acquisitions;
Customer Focus and Relationships;
Customer Satisfaction;
Commercial Banking;
Profit;
Balanced Scorecard;
Organizational Change and Adaptation;
Banking Industry;
Canada
Campbell, Dennis, and Brent Kazan. "TD Canada Trust (A): The Green and the Red." Harvard Business School Case 108-005, April 2008. (Revised October 2008.)
- April 2008
- Module Note
Improvement with Customer-Operators
By: Frances X. Frei and Dennis Campbell
Taught as the third module in a Harvard Business School course on Managing Service Operations: Understanding the Customer Operating Role (606-092). Explores how firms can systematically leverage their customer-operators in the organizational improvement process is...
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Keywords:
Service Operations;
Performance Improvement;
Customer Focus and Relationships;
Framework;
Employees;
Business Model;
Management Practices and Processes;
Organizational Design
Frei, Frances X., and Dennis Campbell. "Improvement with Customer-Operators." Harvard Business School Module Note 608-135, April 2008.
- February 2008 (Revised September 2008)
- Case
Apple Inc., 2008
By: David B. Yoffie and Michael Slind
In January 2007, three decades after its incorporation, Apple Computer shed the second word in its name and became Apple Inc. With that move, the company signaled a fundamental shift away from its historic status as a vendor of the Macintosh personal computer (PC)...
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Keywords:
Business Model;
Leadership;
Industry Growth;
Corporate Strategy;
Information Infrastructure;
Internet and the Web;
Consumer Products Industry;
Consumer Products Industry;
Consumer Products Industry
Yoffie, David B., and Michael Slind. "Apple Inc., 2008." Harvard Business School Case 708-480, February 2008. (Revised September 2008.)
- February 2008 (Revised September 2010)
- Case
LeapFrog Enterprises
By: Lynda M. Applegate and Elizabeth Collins
Explores the success factors leading to the company's rise to the number three ranking in the aggressively competitive toy industry. LeapFrog has made the strategic decision to expand beyond the toy industry and enter the educational technology and services industry....
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Keywords:
Business Model;
Entrepreneurship;
Growth and Development Strategy;
Market Entry and Exit;
Expansion;
Consumer Products Industry;
Consumer Products Industry
Applegate, Lynda M., and Elizabeth Collins. "LeapFrog Enterprises." Harvard Business School Case 808-109, February 2008. (Revised September 2010.)
- February 2008 (Revised December 2023)
- Case
Digital Music: From MP3 to Streaming
By: Willy Shih
The emergence of the MP3 file-based music format not only disrupted the market for portable audio players, it also impacted the business models of major record labels. Modularity, and the commoditization spillover enabled by modularity in the personal computer...
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Keywords:
Recording;
Digital Devices;
Digital Media;
Digital Music;
Digital;
Digital Economics;
Consumer Electronics;
Customer Value and Value Chain;
Disruptive Innovation;
Technological Innovation;
Information Technology;
Music Industry;
Technology Industry;
Electronics Industry;
United States
Shih, Willy. "Digital Music: From MP3 to Streaming." Harvard Business School Case 608-119, February 2008. (Revised December 2023.)
- February 2008 (Revised August 2008)
- Case
Quanta Computer and the One Laptop Per Child Initiative
By: Willy Shih, Chintay Shih and Jyun-Chen Wang
When Quanta Computer, Inc., the world's largest manufacturer of laptop computers, first joined the One Laptop Per Child (OLPC) initiative, it faced a challenge trying to balance the cost objectives of a laptop computer targeted at children of the developing world with...
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Keywords:
For-Profit Firms;
Disruptive Innovation;
Demand and Consumers;
Supply Chain;
Partners and Partnerships;
Nonprofit Organizations;
Hardware
Shih, Willy, Chintay Shih, and Jyun-Chen Wang. "Quanta Computer and the One Laptop Per Child Initiative." Harvard Business School Case 608-102, February 2008. (Revised August 2008.)
- 2008
- Working Paper
Allocating Marketing Resources
By: Sunil Gupta and Thomas J. Steenburgh
Marketing is essential for the organic growth of a company. Not surprisingly, firms spend billions of dollars on marketing. Given these large investments, marketing managers have the responsibility to optimally allocate these resources and demonstrate that these...
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Keywords:
Investment Return;
Resource Allocation;
Marketing;
Demand and Consumers;
Mathematical Methods
Gupta, Sunil, and Thomas J. Steenburgh. "Allocating Marketing Resources." Harvard Business School Working Paper, No. 08-069, February 2008.
- January 2008
- Case
Procter & Gamble Brazil (A): 2 1/2 Turnarounds
By: Rosabeth Moss Kanter and Matthew Bird
Juliana Azevedo Schahin, a local marketing director for Procter & Gamble in Sao Paulo, had worked closely with Tarek Fahahat, a regional executive based in Caracas, to solve the growth and profitability problems of P&G Brazil. They did so through the creation of...
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Keywords:
Innovation and Management;
Growth and Development Strategy;
Brands and Branding;
Demand and Consumers;
Product Development;
Organizational Change and Adaptation;
Expansion;
Consumer Products Industry;
Caracas
Kanter, Rosabeth Moss, and Matthew Bird. "Procter & Gamble Brazil (A): 2 1/2 Turnarounds." Harvard Business School Case 308-081, January 2008.
- December 2007 (Revised April 2008)
- Case
Alltech...naturally
By: David E. Bell and Mary L. Shelman
Entrepreneur Pearse Lyons had built Alltech into the fastest growing company in the global animal health industry through innovative technology, creative marketing, and strong branding. Sel-Plex, a proprietary Alltech product, had shown important health benefits for...
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Keywords:
Brands and Branding;
Leadership Development;
Customer Focus and Relationships;
Expansion;
Technological Innovation;
Intellectual Property;
Sales;
Value Creation;
Business Model;
Growth and Development Strategy;
Health Industry
Bell, David E., and Mary L. Shelman. "Alltech...naturally." Harvard Business School Case 508-033, December 2007. (Revised April 2008.)
- November 2007 (Revised April 2008)
- Case
Hariyali Kisaan Bazaar: A Rural Business Initiative
By: David E. Bell, Nitin Sanghavi, Virginia Fuller and Mary L. Shelman
In rural India, farmers historically had limited access to quality input items for both their fields and homes. Indian conglomerate DSCL has undertaken a Rural Business Initiative to address this issue, establishing a chain of retail outlets throughout rural India...
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Keywords:
Business Model;
Business Conglomerates;
Agribusiness;
Rural Scope;
Customer Relationship Management;
Business Strategy;
Service Operations;
Networks;
Alliances;
Retail Industry;
India
Bell, David E., Nitin Sanghavi, Virginia Fuller, and Mary L. Shelman. "Hariyali Kisaan Bazaar: A Rural Business Initiative." Harvard Business School Case 508-012, November 2007. (Revised April 2008.)
- November 2007
- Article
A Model of Consumer Learning for Service Quality and Usage
By: Raghuram Iyengar, Asim Ansari and Sunil Gupta
In many services, e.g., the wireless service industry, consumers choose a service plan based on their expected consumption. In such situations, consumers experience two forms of uncertainty. First, consumers may be uncertain about the quality of their service provider...
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Keywords:
Experience and Expertise;
Customer Value and Value Chain;
Learning;
Price;
Knowledge Use and Leverage;
Marketing Strategy;
Consumer Behavior;
Service Delivery;
Quality;
Risk and Uncertainty;
Service Industry
Iyengar, Raghuram, Asim Ansari, and Sunil Gupta. "A Model of Consumer Learning for Service Quality and Usage." Journal of Marketing Research (JMR) 44, no. 4 (November 2007): 529–544.
- 2007
- Working Paper
Dynamics of Platform Competition: Exploring the Role of Installed Base, Platform Quality and Consumer Expectations
By: Feng Zhu and Marco Iansiti
This paper seeks to answer three questions. First, which drives the success of a platform, installed base, platform quality or consumer expectations? Second, when does a monopoly emerge in a platform-based market? Finally, when is a platform-based market socially...
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Keywords:
Price;
Network Effects;
Digital Platforms;
Monopoly;
Quality;
Competitive Advantage;
Digital Platforms
Zhu, Feng, and Marco Iansiti. "Dynamics of Platform Competition: Exploring the Role of Installed Base, Platform Quality and Consumer Expectations." Harvard Business School Working Paper, No. 08-031, November 2007.